Territory Manager - Outside Sales

Johnstone Supply - Detroit, MI

Full-time - Mid Level

Detroit, MI

251-500 employees

Merchant Wholesalers, Durable Goods

About the position

Johnstone Supply, North America's leading wholesale distributor of HVACR equipment, parts, and supplies, is seeking a Territory Manager to join our dynamic team. With over 450 distributor branches and 6 distribution centers across North America, we have established ourselves as an industry leader, generating over $3 billion in annual sales. Our partnerships with major companies such as Daikin/Goodman, Honeywell, Emerson, Johnson Controls, Google, and Fujitsu enable us to provide contractors with top-notch products, technical expertise, and exceptional service. As a Territory Manager, you will play a crucial role in engaging new customers and developing strong relationships with key influencers and decision-makers. Your responsibilities will include initiating contact with customers, understanding their needs through effective questioning and listening, and collaborating with management to update territory plans and set sales goals. You will take a consultative approach to sales, proposing product and service programs that align with customer needs while ensuring profitability. In addition to customer engagement, you will be responsible for thorough territory planning. This involves conducting research to understand customer revenue potential, creditworthiness, and business operations, as well as categorizing and prioritizing accounts to allocate your time effectively. You will also monitor market conditions, product innovations, and competitors to maintain your expertise in the HVACR industry. Representing Johnstone Supply at trade association meetings, industry events, and open houses will be part of your role, showcasing our commitment to customer service and industry leadership. We are looking for a candidate who not only meets the qualifications but also embodies our company values of safety, customer focus, teamwork, ownership, and innovation.

Responsibilities

• Initiates contact with customers and develops relationships with influencers and decision makers.
• Works with customers to plan and forecast sales.
• Participates with management in updating territory plans, forecasts, and setting territory sales goals.
• Takes a consultative approach to sales by proposing product and service programs linked to customer needs.
• Develops a thorough knowledge base of customers in the territory.
• Conducts research to understand customer revenue potential, creditworthiness, and business operations.
• Categorizes and prioritizes accounts and allocates time to highest priorities.
• Maps opportunities into territories/zones.
• Monitors market conditions, product innovations, and competitors' products, prices, and sales.
• Maintains knowledge of new and existing products and inventory by participating in training and studying industry catalogs and websites.
• Serves as a representative of the company at trade association meetings, industry events, and open houses.

Requirements

• High school diploma or general education degree (GED).
• At least 2 years documented successful direct sales experience or equivalent combination of education and experience.
• Knowledge of HVACR wholesale distribution business and factors influencing profit and loss.
• Knowledge of HVACR customer business operations and factors influencing profit and loss.
• Skill in listening and asking questions to understand others.
• Skill in professionally presenting programs in person.
• Skill in writing professional business proposals.
• Skill in creating ongoing customer expansion strategies.
• Ability to use information to develop sales forecasts and goals.
• Ability to gather data from websites, published reports, suppliers, and individuals.
• Ability to calculate figures and amounts such as discounts, interest, rebates, proportions, and percentages.
• Ability to compile data into actionable information.
• Ability to uncover potential business opportunities and distinguish between high and low value opportunities.
• Ability to identify internal stakeholders and actions they need to take to meet customer needs, and delegate accordingly.
• Ability to identify and use resources to maintain industry, business, wholesale, sales process, and HVACR technical knowledge and expertise.
• Ability to use Customer Relationship Management (CRM) software to manage customer information.
• Ability to professionally approach new customers.
• Skill in adapting to and engaging with a variety of personalities.
• Ability to comfortably navigate negotiations for win-win results.
• Consistently works to promote company growth while maintaining ethical standards.
• Maintains a professional personal appearance.
• Must maintain a valid driver's license.

Benefits

• 401(k) matching
• Dental insurance
• Disability insurance
• Health insurance
• Paid time off
• Vision insurance